- Understand how manufacturers and retailers/wholesalers generate income and profit
- Understand the principles of building robust, sustainable, profitable commercial propositions for mutual benefit
- Embed the terminology and methodology of trade maths calculations in everyday thinking
- Engage with more confidence in commercial customer discussions
- Junior key account managers
- Category and brand managers
- Sales teams (divisional and regional managers)
- Junior Buyers
- Understand the commercials of customer management:
- Income statements
- Margin management levers
- Know how to do retail maths equations
- Knowledge and skills for more commercially focused customer propositions
The Context
- Impact of financial decision making
- Basic income statements
Retail Productivity and Profitability
- Retailer key financials – basic financial statement concepts
- How retailers improve profitability – trading terms and managing the margin mix
- Customer cost drivers – cost of money, investment buying, inventory management, stock efficiencies.
Price Increase
- Understanding the 1% – pricing
Promotional Effectiveness
- Effective promotion calculations (rate of sale)
Applying Business Financial Practices
- Implementing, tracking, improving